Artificial Intelligence (AI) isn’t new to sales anymore—but the gap between how average sellers use AI and how elite sellers leverage AI is widening fast. While many use it as a shortcut, high-performing sellers use AI as a strategic amplifier. They’re not replacing human connection—they’re strengthening it.
In our latest Thought Leadership Series webinar, Chief Revenue Officer Kevin Doddrell shared exactly how exceptional sellers are leveraging AI to elevate their conversations, sharpen their personal points of view (POV), and create deeper client connections. Below is a recap of the biggest insights you may have missed.
AI can instantly deliver insights, draft emails, prep presentations, and summarize research. But as Kevin emphasized, many sellers are using these tools in a lazy way—and it shows.
But here’s what is true: sellers who know how to leverage AI will absolutely replace those who don't. As we all learned earlier this year in the two-part webinar series, "Sell Smarter with AI."
“AI won't replace sellers, but sellers leveraging AI will."
– Ray Baker, Executive Vice President, Revenue Storm
The overreliance on AI leads to:
Elite sellers avoid this trap by remembering a foundational truth:
AI helps with what you say. But connection comes from how you say it.
Kevin walked through the four sources of competitive advantage sellers rely on:
AI can enhance the first three—but human connection is something only you can create.
“AI can write a sentence, but it can’t read a room.”
– Kevin Doddrell, Chief Revenue Officer, Revenue Storm
Top sellers win because they know connection is the ace card. Research shows that only 6% of connection comes from what you say—the rest is emotion, authenticity, trust, tone, and presence.
Elite sellers don’t jump straight to pitching. They guide conversations through three levels:
Most sellers never reach level three, but this is where real human engagement happens.
“The goal of the first meeting is to get the second meeting—and that only happens when they value your perspective.”
– Kevin Doddrell, Chief Revenue Officer, Revenue Storm
A point of view is more than an opinion—it’s a strategic tool.
Sharing a POV:
Kevin illustrated this with opposing perspectives from Elon Musk and Akio Toyoda:
Both are wildly successful leaders. Both have strong POVs. And neither is “wrong.”
The takeaway?
A personal POV makes you memorable, credible, and human—three things AI cannot do for you.
Elite sellers don’t outsource their thinking—they use AI to refine it. Kevin broke it down into a simple three-step process.
1. Use AI to Broaden Your Thinking
AI is your research assistant—not your replacement.
Use it to surface:
Then narrow it by telling AI exactly who your client is:
This creates the foundation for your own authentic point of view.
2. Use AI to Pressure Test Your POV
Next, ask AI to challenge you:
As Kevin put it:
“If you can overcome the objections of AI, you’re going to be able to overcome the objections of a human being.”
– Kevin Doddrell, Chief Revenue Officer, Revenue Storm
This is one of the most missed steps in AI adoption—and one of the most powerful.
3. Shape a Compelling Story
People remember stories, not statistics.
Use AI to help you:
Kevin recounted running into a client two years after a workshop—the one thing they remembered was a story he told about a motorcycle. That’s the power of emotional resonance.
During this webinar, the audience submitted dozens of questions. Here are a few highlights:
What if my client disagrees with my POV?
> That’s a win. It sparks debate and builds credibility.
What if I’m new to the industry?
> Leverage your broader experience—credibility comes from authenticity, not tenure.
What if the client uses AI during our conversation?
> Great—lean into your human conviction and perspective.
How can I use AI to learn my client’s challenges?
> It’s all about specificity in your prompts (see Ray Baker’s STORM framework referenced in the webinar).
Click here to watch the full recording of How Elite Sellers Leverage AI in Consultative Selling
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About Revenue Storm
Revenue Storm is a global leader in B2B sales training, coaching, and enablement tools. Since 2001, we’ve partnered with top enterprise brands to transform sales performance through science-backed methodologies, behavioral insights, and AI-powered tools. Operating in 70+ countries and delivering programs in eight languages, we help organizations increase win rates, strengthen sales behaviors, and accelerate growth. Learn more at www.revenuestorm.com.